tace 2009 preconference presentation - contract training

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C O N T R A C T T R A I N I N G Community College “What’s in your briefcase?” Contract Training TACE 2009 Sylvia Wise, Brookhaven College, DCCCD Konley Kelley, Richland College, DCCCD

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Slides to guide a "Contract Training 101" group discussion.

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  • C O N T R A C T T R A I N I N GWhats in your briefcase?Contract Training

    TACE 2009Sylvia Wise, Brookhaven College, DCCCDKonley Kelley, Richland College, DCCCD

    TACE, 2009

    Objectives of SessionPre-Conference SessionNew to Contract Training? Frequently Asked QuestionsSmall Group Discussion - Contract Training Challenges

    TACE, 2009

    Workforce Development Benchmark ProjectPublished December, 2006Survey of 20 Community Colleges across U.S.

    Kathy YeagerContract Training Edge913-593-5347 [email protected]://www.ctedge.net/

    Janet SheppardCollin County Community Collegehttp://continuingedcommunitycollegeforum.blogspot.com/

    TACE, 2009

    FAQs / Categories of DiscussionJob Duties / StaffingMarketing ToolsSelling / NetworkingCustomersVendors / ProductsInstructors / TrainersPricingCompetitionPerformance Goals / MeasurementsOther Resources

    TACE, 2009

    I have questions about my job duties and the staff?

    TACE, 2009

    I have questions about my job duties and the staffHow is the contract training department staffed?How is contract training supported by other departments?What are my responsibilities?What are my priorities?What resources do I have? Database, forms, templates, manualsHow do I support my classes?How do I support my instructors?Do I have a stipend for meals, gas, phone?

    TACE, 2009

    I have questions about processes and procedures?

    TACE, 2009

    I have questions about processes and procedures Who writes the contracts with clients? What is the internal approval process?Who hires and writes contracts for instructors? What is the internal approval process?How do I purchase materials for classes? What is the internal approval process?How are corporate training students registered for classes?Do we sell credit and non-credit classes?What flexibility do I have with classes and content?How are clients invoiced?How are classes/instructors evaluated?

    TACE, 2009

    I have questions about our marketing tools and resources

    TACE, 2009

    I have questions about our marketing tools and resourcesWhat printed marketing materials are available? Do we have graphics support?How are our corporate training and services represented on the college website?What services do we promote and provide? Needs assessment? Consulting? Do we have a print/electronic newsletter?Do we use publicity? How do we work with the campus PR department?How do we identify our market? Do we buy ad lists?Do we use testimonials? Do we advertise our customer list?Do we co-market with consultants or vendors? How do we use e-mail? Blogs? Social media?What is our budget for marketing?

    TACE, 2009

    I have questions about how to sell and network with customers

    TACE, 2009

    I have questions about how to sell and network with customersWho are our existing customers?How long does it take to build a customer base?What sales techniques work best? (F2F, cold/warm calls, e-mails, social media)How do I qualify and reach the decision-maker?Does event selling work? Showcases, product demos, coffee/lunch sessions, webinarsAre we selling private, group classes by request or are we selling scheduled classes?Are we selling online training?What are our USPs? (price, customized training, experienced instructors, flexible scheduling, on-site training, credit/CEUs/certificate programs)How do we work with community resources? (industry associations, local chambers, advisory committees)If I have a sales background, which of my skills will be most effective in contract training?If I have a sales background, which of my skills will NOT be effective in contract training?

    TACE, 2009

    I have questions about our customers

    TACE, 2009

    I have questions about our customersAre we selling to small, medium or large businesses? Consortiums?What do customers want?What are customer expectations for the college?What negative stereotypes do we have in the marketplace?What do customers value most?What is the most effective way to communicate with your customer?What should we avoid telling our customers?How do we value our customers particularly repeat customers?What customers are buying and why?How do we support and serve our customers this economic downturn?

    TACE, 2009

    I have questions about vendors and the products/services we offer

    TACE, 2009

    I have questions about vendors and the products/services we offer What vendors do we use? How do we find vendors? (or do they find us?)How do we work with vendors? What is the internal approval process?What do vendors require from the college? (licensing fees)What benefits/discounts/deals do vendors provide us?What products are selling?What are the pros and cons for buying canned products?How are working with online vendors and contents?What consulting services do we provide? Do we partner with consultants/vendors on sales calls?Do we use the campus bookstore to purchase materials?

    TACE, 2009

    I have questions about instructors and trainers

    TACE, 2009

    I have questions about instructors and trainersHow do I find good instructors? (faculty, adjuncts, outside experts/specialist)How do I evaluate a trainer? In what ways should I coach a prospective trainer?How do I hire an instructor? What is the internal approval process?What do I pay instructors?Do I or when do I take instructors on sales calls?Do I ask my instructors to sign no-compete contracts? Do I discourage or encourage direct contact with clients?Do we pay for instructional design?What support am I expected to provide my instructors? What should I expect from my instructors?

    TACE, 2009

    I have questions about pricing what we offer

    TACE, 2009

    I have questions about pricing what we offerHow do we price our classes?Do we price per student or flat rate?What is our minimum and maximum class size?Do we bundle materials in the pricing?If materials are not included, do we mark-up materials?Do we offer special discounts / sales?Do we offer discounts to repeat customers?Do we offer space on campus? Do we charge for space and equipment used in training? Do we provide snacks/beverages or catered meals? How do we price blended and online classes?What is the average value of a typical contract?

    TACE, 2009

    I have questions about the competition?

    TACE, 2009

    I have questions about the competitionDo we have a service area? Do we have sales boundaries?Do we collaborate or compete with sister colleges?Do we bid against sister colleges?Who is our primary competition?What information do we have on our competition?What advantage does our competition have?What disadvantage does our competition have?

    TACE, 2009

    I have questions about how my job performance is measured?

    TACE, 2009

    I have questions about how my job performance is measured?How is my performance evaluated?Am I evaluated monthly, quarterly, yearly?On what criteria am I evaluated? RevenueClasses offeredBringing in new products/vendorsNew customersRepeat businessContact hoursSales callsGrants awardedCycle time lead to saleDo my customers evaluate my customer service?

    TACE, 2009

    I have questions about grants

    TACE, 2009

    I have questions about grantsDo we have grant writers on staff? How is the department structured?Historically how do grant teams work with contract training teams?What grant funding is available and from what sources?What requirements are needed in the grant proposal? Types of companies, types of training, types of workers, new or incumbent workers, salary rangesWhat performance requirements are there for the grant administrator? What are the reporting requirements?What are the priorities of the college in respect to grant solicitation? What is my role and how to I communicate this to customers?

    TACE, 2009

    I have questions about resources and job aids

    TACE, 2009

    I have questions about resources and job aidsWhat training is available for me?What are my options for training? Training budget, conference/travel budgetDo I need to complete X number of training hours per year?What associations should I consider joining? Do we have a budget for this?What publications do you recommend?What websites do you recommend?What conferences do you recommend?

    TACE, 2009

    Small Group DiscussionsWhat INTERNAL and EXTERNAL challenges impact the success of contract training on your campus? (We will determine the Top 3)In small groups, discuss each challenge and share best practices and solutions to surmount the challengesReport back to session attendeesKonley Kelley Richland College 214-995-5184 [email protected] For a copy of this presentation or to simply reach us.Sylvia Wise Brookhaven College [email protected]